WASHINGTON 4-5-21

WASHINGTON EDITION

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance COVER STORY

AMY ASIVIDO CHRISTMAN FEATURED AGENTS

PAMELLE HANSEN STEVE McNAMER MAGGIE SUN ANTHONY ZAPATA

WASHINGTON EDITION

MAGGIE SUNMcNAMER STEVE ANTHONY ZAPATA PAMELLE HANSEN

Ten years ago, Anthony Zapata accepted In 2011, Steve McNamer got licensed their communicationOutside with 15 20 25 27 a position as an inside sales agent for the dously as a Real Estate Broker and joined his phone. With Steve and h Kinney to Real Estate Team, one of the of bee sup brother’s brokerage after Ben deciding never feel like they’ve top real estate teams in the United States. organiz leave his job in finance. He Soon saw that his after, he was inspired to attain his housing As a family business, Ste brother was helping people,own andlicense—and having the rest is history. Today, Food T lot of chemistry and a we a great time doing it. He wanted Anthonytois do a member of the Ben Kinney tions t spective, as each memb Team,deal powered serves the same. Steve found a great of by Place Inc., where he different backgrounds an as Team a com joy in real estate, and earlyserves on found a Leader for its Bellingham different ZAPATA things. They all h Branch. There, he and his expert staff assist up-and PAMELLE HANSEN STEVE McNAMER ANTHONY lot MAGGIE of successSUN in his new career as well.

AMY CHRISTMAN buyers and sellers throughout Whatcom Whengeh common, though – they Along with his small officeCounty crew, Steve and the surrounding areas, having MY ASIVIDO self-fulfillment out he of can the has made a name for himself as an elite cultivated a distinct workflow around integtheir b manifests in the diligence HRISTMAN agent in Pierce County, WA, and hopes and open communication. rity, education, ing or p service.

“We lo “Starting out, Ben’s around Washington. to continue to enrich his community andI was able to learn the trade from customer to help people.

Wheninwe aand hom says. “That provided with aPamelle clear mymatch career ar expand his business for many years Anthony to come. market, recognizes the importan Pamelle hasskillset,” always been passionate about Real me plan and model through which to build my own career.” spending time with we get a lot of satisfaction out of it,” S Estate. bought After purchasing her first home at twen- cating her clients and staying up to date onm When she and her husband their Seattle from Maggie’s enjoyment of her work and her he says as possible,” Steve has performed soCONTENTS well the her industry in large part grew, take care people and the in money fa marketoftrends.

“I try to stay commun ty-two yearsinold, love for the industry home in 2012, Maggie Sun discovered her new communication skills.

“I’m a compassionate When a home, offers his clients a know combalance through time let them exactly what’s going on into of thelisting mortgage lending business and due to his focus onleading takinghercare the people heAnthony works Steve maintains attentiveness and poise prehensive approach.

After helping them fully prepare career. “I just enjoyed that process.

So I began person nature, sothe I relate well Iwith transaction. get apeople. lot of comments f explore design work and houseby with. He prioritizeslater thetoneed of his clients over all, andflipping. transactions, andof never falters instrong givi their property for the market, he shares it to a blend Anthony much they appreciate Pamelle as the a Realtor doing research on real estate transitioned investment,into andher I career I love feeling about I gethow from helping themhas that.” worksTHE hard to make those are PLAYING known and comfortable and enjoyable experience.

22) THE REAL ESTATE 4) THERE GOES alliedneeds resources, party websites, local maintains withsure Professional Realty a company bought two properties that appreciated well.Services, It third achieve their that dreams ofbrokerages, homeownership.

Thatits steady g met during every unique transaction.

“The main thing Taking care of her clients guides Pamell her brother owns and founded.

“I’ve seen and expeinternational classified services, and targeted social mediaTHESE team while getting e MATCHMAKER—FOLLOW NEIGHBORHOOD: was such aHOW fun rideTO that I wanted to continue feeling is priceless.”

In his free time, Steve finds solace in th work ethic and client-first approach to each rienced a lot of facets of the real estate industry as a Ben Kinney Team gives his throughout Bellingha we do is listen,” Steve says. campaigns.

“We guideElsewhere, our clientsthewith 8added DATING YOU LIST HIGH WHEN doing it. INEIGHBORS discoveredwhole,” that I had a good eye for advantage RULES aprivately lot ENSURE of time boating and “It kayaking Pamelle says. clients an throughing itsTO owned he says. doesn’t m empathy and expertise, check the cues, and figure out value in real estate, and because I’m a as people OneYOUR of the ways Maggie helps her clients He knows sign language and frequ websites, well as traditional promotions like flyers, sigor one of is oura agents; MATCH CLIENT WITH THE ARE A NUISANCE what they don’t know how togetting say her or real might need to Six years estate license, nage, and open houses.

Anthony also utilizes his extensive is helping someone person I wanted to be able toafter use that talent to is advising them on staging their home for the local deaf community, and also volu PERFECT HOME attention FOR THEM know. Our job is toPamelle make istheir livesnetwork as easy as possible abroker broker with Professional Realty to bring nationwide to his listhelp my friends.” Services International. Pamelle’smaximum effect on a In limited budget.

She Steve w hospitals. the years to come, tight-knit while we guide them through process.” con-invested ings.the Beyond that, heThe remains in researching and 13) IF IT’S GOOD FOR takes care of the professional photos and the authority and the go-to agent in hi team, covering Spokane, Washington and the sistency with which Steve successfully and in the business, keeping staying updatedpinpoints on future trends surrounding areas, includes a fabulous trans5hasTHINGS YOU CAN DOWA TO THE SOUL, IT’S GOOD Maggie her license in 2016 and been videos, getestate posted to every social University Place, andmedia continue prov his teamhas on26) the cutting edge ofwhich the real industry. satisfiesgot each of his clients’ specific granted action coordinator and needs an invaluable team of helping people purchase homes and property platform first day Maggie also service toof hislisting. local community!

ACHIEVE BIGGEST GOALS FOR THE BUSINESS him a lot of support from his customers – hisvideography teamYOUR goton the professionals for photography, throughout the Greater Seattle area ever since.

But Anthony is just as thorough when assisting his taps her own network of investors and buyers. and business staging. the majority of their in 2020 from referrals, buyers, leaning Last year she conducted 37 transactions for aon his years of experience and acute and with the level of qualityunderstanding they exhibit their serofin the local market to guidetouch them with to the past clients, Today, overanseventy-five percent ofShe’s Pamelle’s volume of 23 million, with average sales in frequent vice, it’s easy to see why.

He was also voted top 100 right property for their needs.

Valuing honesty above all business is derived from repeat and referral price of $650,000. Sixty to seventy percent of calling or texting them at least once every else, he maintains open lines of communication throughmost influential real estate brokers, and he’s on the top clients. “I try to treat people the way I would that business came from repeat clients and re- says quarter to his seeclients if they need anything or to want to be out treated,” Pamelle of why the transaction, ensuring that are informed 15 percent of agents nationwide.

Photo by i’m3rd media.

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ferrals. That successshe and client stems gauge interest in a we property is so often referred.

In an ever-changing onloyalty their decisions.

“When their handling clients, make if she knows

Phone 310-734-1440 | Fax 310-734-1440 fully educated from start to finish,” he says.

With years of expertise in sure the they field,areincluding status

To learn m email Antho background in banking, Steve has what it takes to navwealth through real estate.”

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent visit bktwashingt are purchasing as a Certified Probate| www.topagentmagazine.com Real“Whether Estate they Specialist and aone home or expanding a mag@topagentmagazine.com portfolio of multiple units, we’re here to help them build

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igate the nitty-gritty details of a transaction. He is a Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published problemcannot solverbewho his knowledge resources materials, Top Agent Magazine helduses responsible for opinionsand expressed or facts supplied by its authors. to address, overcome obstacle a client might have while To subscribe or change sendany inquiry to mag@topagentmagazine.com.

Contact Steve McNamer at (253 Published in the U.S.working through the process of buying or selling a email steve@mcnamer.co home. Steve’s team uses targeted social media advervisit stevemcnamer.com for more tising to market their listings, and are consistent with www.

www.

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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AMY ASIVIDO CHRISTMAN

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Top Agent Amy Asivido Christman uses her extensive knowledge and experience to help buyers and sellers navigate every type of real estate transaction.

In the real estate business since 2002, Amy Asivido Christman uses her extensive knowledge and experience to help buyers and sellers navigate every type of real estate transaction. As a licensed broker in Oregon and Washington, and the leader of The Asivido Real Estate Team in Vancouver, Washington, she is 8

passionate about providing her clients with the necessary resources to ensure their future success.

The Asivido Real Estate Team has agents who are able to serve a diverse group of clients, with each agent having their own real estate niche. Amy specializes in Top Agent Magazine

luxury properties, investments, divorce, bankruptcy as well as relocations. The team’s attention to detail and their caring and empathetic approach to clients have resulted in a large percentage of repeat and referral business. “We are thrilled Top Agent Magazine

to have built this base of clients that we truly care about and who trust us with this huge milestone in their lives. Because the agents on our team are so dedicated and considerate, they seem to always attract those same type of clients.”

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“We are thrilled to have built this base of clients that we truly care about and who trust us with this huge milestone in their lives.”

Both Amy and her team strive to form lasting relationships with clients. In order to stay in touch, they send out a monthly newsletter with a $50-$100 gift card giveaway, which their clients eagerly look forward to. They are also known for hosting exciting quarterly client events, which have now unfortunately been put on hold due to COVID-19, but which they are hoping to resume as soon as it is safe to do so.

Having their clients’ best interest as their main priority, Amy and the team make sure their marketing stands out so that listings can always sell for top dollar.

They invest in unique videos, professional interior and exterior photography, and host online open houses. The team’s hard work has paid off with a record year in 2020, when they closed 220 transactions.

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“That was a massive achievement for us,” Amy says.

Outside of work, The Asivido team believes in the importance of giving back to their community. They volunteer their time to mentor youth from a local foster program. “A lot of the kids come from very unstable backgrounds where

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they didn’t have a chance to learn how they can be successful. We are honored to be able to mentor them and teach them financial literacy and other useful skills.” Amy also volunteers with a local food bank and helps with their events. In her spare time, she loves to hike, ski, and entertain family and friends at her home.

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Going forward Amy’s goal for her and the team is to continue growing their relationships with clients as well as their community. “There is a lot of information I have now that I wish people had given me

earlier in life. That’s why I’m so passionate about guiding each of my team members to continue to grow and succeed in their own right. I feel very blessed by what I have, and I want to pass it forward to others.”

To learn more about Amy Asivido Christman, email Amy@AmysRealEstate.com, visit amysrealestate.com, or call (360) 831–4290.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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MAGGIE SUN Top Agent Magazine

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Photo by i’m3rd media.

MAGGIE SUN

When she and her husband bought their Seattle home in 2012, Maggie Sun discovered her new career. “I just enjoyed that process. So I began doing research on real estate investment, and I bought two properties that appreciated well. It was such a fun ride that I wanted to continue doing it. I discovered that I had a good eye for value in real estate, and because I’m a people person I wanted to be able to use that talent to help my friends.”

Maggie got her license in 2016 and has been helping people purchase homes and property throughout the Greater Seattle area ever since.

Last year she conducted 37 transactions for a volume of 23 million, with an average sales price of $650,000. Sixty to seventy percent of that business came from repeat clients and referrals. That success and client loyalty stems 16

from Maggie’s enjoyment of her work and her communication skills. “I’m a compassionate person by nature, so I relate well with people.

I love the feeling I get from helping them achieve their dreams of homeownership. That feeling is priceless.”

One of the ways Maggie helps her clients is advising them on staging their home for maximum effect on a limited budget. She takes care of the professional photos and videos, which get posted to every social media platform on the first day of listing. Maggie also taps her own network of investors and buyers.

She’s in frequent touch with past clients, calling or texting them at least once every quarter to see if they need anything or to gauge their interest in a property if she knows Top Agent Magazine

Photo by i’m3rd media.

they’re actively investing. She sends postcards on birthdays and holidays, and has even had pies from a local bakery delivered to repeat clients as a way of expressing gratitude for their business.

Her favorite part of the job is the deep relationships she builds within the community. “I love it when people come to me for advice about things other than selling their home, whether it be to recommend a landscaper or a private contractor for work they need done.”

Photo by i’m3rd media.

Maggie’s worked hard to give back as well.

Last September, when wildfires threatened vast tracts of forest throughout the mountains of Washington State, she organized a Facebook event in which she asked friends and clients to support a new small business in the city of Redmond. Maggie matched the money they spent there with a contribution of $1000 to the state’s first responders. She also donates a percentage of every transaction to the Children’s Miracle Network in the name of her clients.

Maggie spends leisure time with her husband and children. “We have a four-year old son and a six-year old daughter, so time with them is precious. I enjoy playing with them, or hiking some of the trails near our home.”

As to the future of her business, Maggie wants to grow, of course, but she wants that growth to be organic. “I like working with people with whom I’ve built relationships. I want to be there for them at every stage of their lives, to deepen those bonds of friendship, so that maybe they even trust me to help someone they love.”

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For more information about Maggie Sun, call 425-615-8293 or email Maggie@maggiesunre.com

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Laughs!

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PAMELLE HANSEN

Pamelle has always been passionate about Real Estate. After purchasing her first home at twenty-two years old, her love for the industry grew, leading her into the mortgage lending business and later to explore design work and house flipping.

Pamelle transitioned into her career as a Realtor with Professional Realty Services, a company that her brother owns and founded. “I’ve seen and experienced a lot of facets of the real estate industry as a whole,” Pamelle says.

market, Pamelle recognizes the importance of educating her clients and staying up to date on fluctuating market trends. “I try to stay in communication and let them know exactly what’s going on throughout the transaction. I get a lot of comments from people about how much they appreciate that.”

Taking care of her clients guides Pamelle’s staunch work ethic and client-first approach to each transaction.

Six years after getting her real estate license, Pamelle is a broker with Professional Realty Services International. Pamelle’s tight-knit team, covering Spokane, Washington and the surrounding areas, includes a fabulous transaction coordinator and an invaluable team of professionals for photography, videography and staging.

Today, over seventy-five percent of Pamelle’s business is derived from repeat and referral clients. “I try to treat people the way I would want to be treated,” Pamelle says of why she is so often referred. In an ever-changing 20

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“It’s not just a matter of, ‘let’s do some paperwork and sell a house,’ you’re talking about someone’s life.” Pamelle says, “At the end of the day you’re helping someone achieve something that’s really important.”

Instead of relying on automated or mass-emails, Pamelle likes to maintain a personal connection with each of her past clients. “I reach out personally, sometimes via text, sometimes a phone call, sometimes I’ll show up on your doorstep, if I happen to be in the neighborhood.” She says, “It’s important to actually build a relationship, and I tend to stay friends with most of my clients for a long time.”

When it comes to marketing, Pamelle’s listings proliferate across a wide range of social media platforms and realty websites, from Zillow and Realtor.com to Facebook and Instagram. For each property, Pamelle conducts a full video walkthrough with arial footage featured in every add post. In a given year, Pamelle closes thirty-five to forty-five transactions and over eleven million dollars in volume.

With Professional Realty Services International, Pamelle finds ways to give back through local Spokane organizations like Tree of Sharing and Blessings Under the Bridge.

When she’s not working, Pamelle loves getting outside and on the water whenever the sun is shining.

She stays active, enjoying yoga, Pilates, and running.

Looking to the future, Pamelle is shooting for fifteen million in volume this year, and plans to keep building her business towards growing her repeat and referral client base. She enjoys teaching and hopes to expand her team, welcoming and educating new agents. Reflecting on her first years in the industry, Pamelle appreciates the value of the time she took to educate herself, and get her bearings with real estate’s many ins and outs.

She concludes, “There’s something to be said for constantly learning and looking for ways to better yourself.”

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Connect with Pamelle at 509-435-1560, email pamelle@affinityreg.com, or visit pamellehansen.professionalrealtyservices.com www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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STEVE McNAMER In 2011, Steve McNamer got licensed as a Real Estate Broker and joined his brother’s brokerage after deciding to leave his job in finance. He saw that his brother was helping people, and having a great time doing it. He wanted to do the same. Steve found a great deal of joy in real estate, and early on found a lot of success in his new career as well.

Along with his small office crew, Steve has made a name for himself as an elite agent in Pierce County, WA, and hopes to continue to enrich his community and expand his business for many years to come.

their communication with clients over the phone. With Steve and his team, clients never feel like they’ve been left out to dry.

Steve has performed so well in the industry in large part due to his focus on taking care of the people he works with. He prioritizes the need of his clients over all, and works hard to make sure those needs are known and met during every unique transaction. “The main thing we do is listen,” Steve says. “We guide our clients with empathy and expertise, check the cues, and figure out what they don’t know how to say or might need to know. Our job is to make their lives as easy as possible while we guide them through the process.” The consistency with which Steve successfully pinpoints and satisfies each of his clients’ specific needs has granted him a lot of support from his customers – his team got the majority of their business in 2020 from referrals, and with the level of quality they exhibit in their service, it’s easy to see why. He was also voted top 100 most influential real estate brokers, and he’s on the top 15 percent of agents nationwide.

With years of expertise in the field, including status as a Certified Probate Real Estate Specialist and a background in banking, Steve has what it takes to navigate the nitty-gritty details of a transaction. He is a problem solver who uses his knowledge and resources to overcome any obstacle a client might have while working through the process of buying or selling a home. Steve’s team uses targeted social media advertising to market their listings, and are consistent with

As a family business, Steve’s team has a lot of chemistry and a well-rounded perspective, as each member comes from different backgrounds and specializes in different things. They all have one thing in common, though – they get a great deal of self-fulfillment out of their work, which manifests in the diligence evident in their customer service. “We love that we get to help people. When we match a home with a buyer, we get a lot of satisfaction out of it,” Steve says. “We take care of people and the money falls into place.”

Steve maintains attentiveness and poise throughout his transactions, and never falters in giving his clients a comfortable and enjoyable experience.

In his free time, Steve finds solace in the water, spending a lot of time boating and kayaking with his family.

He knows sign language and is a frequent volunteer in the local deaf community, and also volunteers at local hospitals. In the years to come, Steve wants to become the authority and the go-to agent in his hometown of University Place, WA and continue providing excellent service to his local community!

Contact Steve McNamer at (253) 442-3322, email steve@mcnamer.com, or visit stevemcnamer.com for more information www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 26

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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ANTHONY ZAPATA Ten years ago, Anthony Zapata accepted a position as an inside sales agent for the Ben Kinney Real Estate Team, one of the top real estate teams in the United States.

Soon after, he was inspired to attain his own license—and the rest is history. Today, Anthony is a member of the Ben Kinney Team, powered by Place Inc., where he serves as Team Leader for its Bellingham Branch. There, he and his expert staff assist buyers and sellers throughout Whatcom County and the surrounding areas, having cultivated a distinct workflow around integrity, education, and open communication.

“Starting out, I was able to learn the trade from Ben’s skillset,” Anthony says. “That provided me with a clear plan and model through which to build my own career.”

When listing a home, Anthony offers his clients a comprehensive approach. After helping them fully prepare their property for the market, he shares it to a blend of allied resources, third party websites, local brokerages, international classified services, and targeted social media campaigns. Elsewhere, the Ben Kinney Team gives his clients an added advantage through its privately owned websites, as well as traditional promotions like flyers, signage, and open houses. Anthony also utilizes his extensive broker network to bring nationwide attention to his listings. Beyond that, he remains invested in researching and staying updated on future trends in the business, keeping his team on the cutting edge of the real estate industry.

But Anthony is just as thorough when assisting his buyers, leaning on his years of experience and acute understanding of the local market to guide them to the right property for their needs. Valuing honesty above all else, he maintains open lines of communication throughout the transaction, ensuring that his clients are informed on their decisions. “When handling clients, we make sure they are fully educated from start to finish,” he says.

“Whether they are purchasing one home or expanding a portfolio of multiple units, we’re here to help them build wealth through real estate.”

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Outside his career, Anthony is tremendously active in his community. On top of supporting Lydia Place, a non-profit organization that helps single parents find housing, his brokerage also hosts an annual Food Truck Roundup that provides donations to local food banks. Anthony also serves as a mentor at Forward Coaching, a company that educates and motivates up-and-coming real estate professionals.

When he’s not with clients or giving back, he can be found relaxing with his wife and their beloved dog, practicing woodworking or pottery, or hiking in the scenic parks around Washington. “While I wear several different hats in my career and around my community, I still value spending time with my family and enjoying life as much as possible,” he says. “You have to maintain that healthy balance through time management.”

Anthony has strong plans for the future. As his volume maintains its steady growth, he will continue building his team while getting even more active with his clients and throughout Bellingham. “I simply love coaching others,” he says. “It doesn’t matter if I’m training a buyer, seller, or one of our agents; my favorite aspect of this business is helping someone unlock their fullest potential.”

To learn more about Anthony Zapata email AnthonyZ@benkinneyteam.com, visit bktwashington.com or call (360) 739-1995 www.

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